Enable U Presentation 24 Mar 10 V3 C HawPresentation Transcript
EnableU Partners – Universities, Professional Service firms, Government March 23-24, 2010
OCRI – Providing Connections
OCRI – Who are we?
Private Not-for-Profit Corporation
Partner with the City of Ottawa to deliver services on behalf of the City:
Investment and Commercialization
Technology Cluster Support (8 clusters)
Also represent 800 members with 110,000 employees (78,000 technology)
Support all business sectors from start-ups to multi-national corporations
Promote Ottawa internationally, focusing on export-oriented businesses
OCRI – Members
Technology product companies including life sciences, ICT, defense and Cleantech.
Knowledge-based services firms and companies.
Research institutions (federal and medical).
Educational institutions (universities, colleges and school boards).
Professional services firms and banks.
OCRI Board of Directors (24) represents all member groups plus the City of Ottawa.
Service Delivery Partners:
Partnering – What Does It Mean?
part·ner [ pahrt-ner] – noun
a person who shares or is associated with another in some action or endeavor; sharer; associate.
Law. a) a person associated with another or others as a principal or a contributor of capital in a business or a joint venture, usually sharing its risks and profits. b) special partner.
a husband or a wife; spouse.
either of two people who dance together: my favorite partner in the waltz.
a player on the same side or team as another: My tennis partner was an excellent player.
partners, Nautical. a framework of timber round a hole in a ship's deck, to support a mast, capstan, pump, etc.
Partners – Success Defined:
Working with Partners can be compared to serving customers but the relationship can be even more complex.
When serving customers you need to determine what their needs are, how much they are willing to pay, whether you have the right product or service to meet their needs and convince them that you will deliver on your promises.
When working with Partners it’s like working with customers BUT their needs may be more difficult to understand (and may change on a whim) and the value proposition for them is often less transparent.
Relationships with Partners require a clear win-win proposition which often extends beyond purely economic factors.
Working with Partners
General Guidelines for Partnering:
Identify what you need or expect from your Partner(s).
Survey the landscape for the ideal Partner(s).
Determine what needs for each Partner.
Determine whether you are able to satisfy their needs.
Negotiate an agreement that embraces a win-win relationship.
Review the relationship and agreement on a regular basis and determine any changes required.
Partnering - Stakeholders
Universities have two major objectives: 1) graduate students and 2) conduct research.
Professors teach students and personally progress based on research papers published.
Universities are members of the community and desire linkage with industry (ideas, employers, interesting projects, alumni, funding, etc.)
Help industry, especially SMEs, access skilled and knowledgeable talent.
Access expertise for the good of the community.
Broaden support for the association.
Building of the local ecosystem(s).
Multiple Touch Points
Professional Firm Needs:
Professional services firms have two major objectives: 1) maintain and grow their business and 2) build their reputation in the community.
Firms need to keep and grow current customers and find and acquire new clients.
Firms need to attract and retain top talent (CSR).
Help industry, especially SMEs, access skilled and knowledgeable expertise.
Access knowledge and expertise for governance.
Broaden financial support for the association programs.
Build out the local ecosystem(s).
Governments (Municipal, Provincial and National) have two major objectives: 1) identify and fund programs for the good of industry and society and 2) stay out of the Globe and Mail. Politicians need to be re-elected.
Economic development means more tax revenue and ability to fund more programs.
Governments like to work with agencies and organizations to access local expertise and scale.
Help industry access government programs.
Funding support broad community programs.
Be able to influence policy on behalf of members.
Final thoughts on Partnering
Partnering done right allows the agency to be bigger and bolder in the delivery of services.
Partnering allows the network effect to magnify outcomes.
Partnering is hard.
Partnering requires a clear understanding of the value delivered by both Partners.
Our business depends on successful partnering for long-term successful and viability
What partnerships have worked well?
What groups have been difficult to partner with?
What have you done to turn around a difficult partnership situation?
What interesting partnership model have you developed to address a unique situation?
Who is responsible for partnering in your organization?